Lead grading optimised for Revenue.
Lead grading needs to be more than just demographic data. - Even firmographic.
It needs to be a culmination of all possible data points that depicts the likelihood of an MQL leading to revenue
Link your grading directly to the buyers journey.
Factor in your opportunity data
Review customers and current opportunities and look at the different factors involved in that individuals journey.
Once you have this information consider which factors moved them through the journey faster and more successfully.
Look at our example below:
Factors that ARE included in grading
- Industry
- Sales headcount
- Department
- Seniority
- Intent
Factors that are NOT included in grading
- Contact data validity (email, phone etc.)
- Subscription data (opt out etc.)
- Data enrichment (LinkedIn, website etc.)
- Office Location
Aligning grading to revenue
How grading works
- DEPARTMENT: The prospect is part of the “Sales Operations” department, historically there is a high likelihood a meeting with them will lead to revenue
>> + Full of a Grade (D to C)
- SENIORITY: If the prospect is part of the “Sales” department, historically there is a medium likelihood a meeting with them will lead to revenue
>> + 2/3 of a Grade (C to B-)
- INDUSTRY: If the prospect is part of the “Food & Beverages” industry, historically there is a low likelihood a meeting with them will lead to revenue
>> + 1/3 of a Grade (B- to B)
- SALES HEADCOUNT: If the prospect has a Sales Headcount of “0” there will be no grade adjustment
>> no adjustment
Optimising your lead grading?
Why not take a look at our lead routing template to improve efficiency in your outreach approach.